Podcast: Play in new window | Download
Subscribe: Apple Podcasts | RSS
How to Get Buyers to Sell Themselves #423
One great struggle sellers often face is knowing when and how to close a deal. They have no problem demonstrating the product or describing the service. But when it comes to asking for the sale, it’s a challenge to do so elegantly and not sound pushy. That’s the topic for today and here’s a hint: it’s to get buyers to sell themselves!
Today’s Chapter: Ask and You Shall Receive
Like a flashlight in the dark
The Master Seller sheds light on solutions
When muddled and confused
They ask the buyer
What would you do
If you had more time?
What would you do
If it was easier to do your job?
What would you do
With the money this solution would save?
By asking, the buyer reflects,
With reflection, comes understanding
With understanding, a decision
And the decision to purchase.
By asking, you receive.
By questioning, you are answered.
Today’s Story
During the sales call Chris methodically explained all the features, going through them patiently, one by one. After a while the questions started to slow down and it was unclear where the prospect Lee stood. Chris was stymied on the next steps and looked over and caught Pat’s eye.
Pat spoke up. “Like we shared Lee, this solution will raise the quality of your product 8% while cutting the time down 50%. What would you do with those savings?”
Lee paused, looked up into the air and said “I guess we would use the savings to expand the new product line…” Then Lee went on and talked at length about the possibilities with the increased savings and it was soon clear Lee was ready to buy.
Pat closed by saying “Wow I see what you mean, this really is a good fit. Do you want to get this started next week?”
And with that, the deal was closed.
Take Action Quote
The post impressionist painter Paul Cezanne said “Time and reflection change the sight little by little ’til we come to understand.” The same is true of prospects. If you can get them to reflect on the possibility of your solution, you can get them to sell themselves.
The Gospel of Matthew chapter 7 says: “Ask and you shall receive. Seek and you will find. Knock and it will be opened to you.” You couldn’t get sounder sales advice.
Thank Our Sponsor Wingman
I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.
Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence.
How to Connect with Pat Helmers at Sales Babble
See https://salesbabble.com
Sales Babble is the podcast that shares selling secrets for non-sellers. There is no need to be pushy, aggressive or uncomfortable reaching out to prospective buyers. Modern selling is understanding what buyers want, discerning if you can help, showing what you have and then helping them to make a decision that is both good for their business and yours.
We discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset.
Let’s stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media at https://habaneromedia.net
Got a Question?
Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?
If so “babble me” an email here, or if you can’t wait chat Pat now.
Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.
Listening Options
You can find us on: